Small to Medium-Sized Business

Revenue Operations KPIs are quantifiable metrics that track the performance, efficiency, and health of a company's revenue-generating engine.

CI/CD, or Continuous Integration/Continuous Delivery, automates software builds, tests, and deployments for faster, more reliable releases.

ETL, short for Extract, Transform, Load, is a data integration process for moving raw data from various sources to a central data warehouse.

Segmentation analysis is the process of dividing a broad market into smaller, distinct groups of consumers with similar needs or characteristics.

Referral marketing is a strategy that incentivizes existing customers to recommend a company's products or services to their personal network.

CPQ (Configure, Price, Quote) software is a sales tool for creating accurate, configurable quotes for complex products and services.

Marketing metrics are quantifiable values that marketing teams use to measure and track the performance of their campaigns and efforts.

Unit economics are the direct revenues and costs of a business calculated on a per-unit basis, revealing its fundamental profitability.

Mid-market companies are businesses larger than small businesses but smaller than large enterprises, often defined by revenue or employee size.

Marketing Operations (MOps) is the engine of a marketing team, managing the technology, processes, and people to run campaigns effectively.

Closing ratio is a key sales metric that shows the percentage of leads or proposals that result in a successful sale.

Customer journey mapping is the process of creating a visual story of your customers' interactions with your brand across all touchpoints.

The purchase stage is when a buyer has decided on a solution and is ready to buy. They're comparing vendors to make a final choice.

A Statement of Work (SoW) is a document that outlines a project's scope, deliverables, and timeline. It acts as a contract between parties.

Total Addressable Market (TAM) represents the maximum revenue a company can earn by selling its product or service in a specific market.

Customer Retention Cost (CRC) is the total amount a company spends to keep an existing customer over a certain period of time.

GDPR compliance means following the EU's strict data protection laws to ensure the secure and lawful handling of personal data.

WordPress is a free, open-source content management system (CMS) that allows you to easily create, manage, and publish websites and blogs.

Key accounts are a company's most valuable customers, vital due to their significant revenue contribution and strategic importance for growth.

The FAB technique is a sales framework connecting product features to advantages and then to the specific benefits for the customer.

Workflow automation uses rule-based logic to run a sequence of tasks that would otherwise require manual human effort to complete.

Integration testing is a software testing phase where individual modules are combined and tested together to verify their interaction.

Learn about big data, including understanding big data characteristics, benefits of leveraging big data, & challenges in managing big data.

A triggered email is an automated message sent to a user in response to a specific action or event, like signing up or making a purchase.

Account-Based Marketing (ABM) software helps teams coordinate personalized marketing and sales efforts to land high-value customer accounts.

Learn about B2B data platform, including key benefits of B2B data platforms, choosing the right B2B data platform, challenges in implementing B2B data platforms.

Lead response time is the duration between a potential customer showing interest and your team's first point of contact with them.

Sales prospecting techniques are methods used by sales teams to identify, contact, and qualify potential customers, also known as prospects.

A Product Qualified Lead (PQL) is a user who has experienced a product's value, signaling a strong potential to convert to a paid customer.

Account-Based Marketing (ABM) benchmarks are key metrics used to measure the performance and success of your targeted account strategies.

Data appending is the process of adding new data fields to your existing database records to enrich and complete your information.

A Software Development Kit (SDK) is a set of tools that allows developers to create applications for a specific software package or platform.

Learn about brand equity, including understanding its importance, building strong brand equity, measuring brand equity, & real-world applications.

Sales engagement is the sum of all interactions between a seller and a prospect, aimed at building a relationship and moving a deal forward.

Closed Lost is a sales term for a deal that didn't go through. The prospect decided not to buy, or the sales team disqualified them.

Scalability is a company's ability to handle increased workloads or market demands without a drop in performance or a spike in costs.

A touchpoint is any time a potential or existing customer comes in contact with your brand, from seeing an ad to receiving an email.

Remote sales is selling from a distance. Reps use digital tools to connect with prospects and close deals without meeting them in person.

A sales kickoff (SKO) is an annual event for a sales team to celebrate wins, align on goals, and get motivated for the upcoming year.

An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.

Sales rep training is the process of equipping your sales team with the skills, knowledge, and tools to effectively sell and hit their targets.

Affiliate networks are platforms that act as intermediaries between publishers (affiliates) and merchant affiliate programs.

An Ideal Customer Profile (ICP) is a detailed description of the perfect, hypothetical company that would get the most value from your product.

Customer Acquisition Cost (CAC) is the total cost a business spends to gain a new customer. It includes all sales and marketing expenses.

Direct mail is a marketing method where businesses send physical promotional materials directly to potential customers' mailboxes.

Day Sales Outstanding (DSO) is a financial ratio that shows the average number of days it takes for a company to receive payment for a sale.

The marketing mix is the set of marketing tools a company uses to sell products, defined by the 4Ps: Product, Price, Place, and Promotion.

Learn about B2B, including what is it, its key elements, the benefits of B2B partnerships, the differences between B2B and B2C, and strategies for effective marketing.

Sales operations analytics is the practice of analyzing sales data to improve the efficiency and effectiveness of the entire sales process.

Predictive analytics uses historical data, statistical algorithms, and machine learning to identify the likelihood of future outcomes.

Marketing intelligence is gathering and analyzing data about your market, customers, and competitors to inform strategic marketing decisions.

Direct-to-consumer (D2C) is a sales strategy where a brand sells its products directly to end customers, bypassing any third-party retailers.

Serverless computing is a cloud model where the provider manages servers, so developers can focus on code without worrying about infrastructure.

Sales and marketing alignment means both teams work in sync, sharing goals and data to boost lead quality, conversions, and company revenue.

A nurture campaign is a series of automated messages designed to build relationships with potential customers and guide them toward a purchase.

Regression analysis is a statistical method for estimating the relationships between a dependent variable and one or more independent variables.

Supply Chain Management oversees the entire production flow of a good or service, from raw materials to final delivery to the consumer.

An Operational CRM is a system that automates and improves customer-facing business processes like sales, marketing, and customer service.

Personalization in sales means tailoring outreach to a prospect's specific needs, interests, and context to make communication more relevant.

Interactive Voice Response (IVR) is an automated phone system that uses voice and keypad inputs to interact with callers and route their calls.

After-sales service is the support provided to customers after they've purchased a product. It includes things like warranties, training, or repairs.

Mobile compatibility ensures your site or app works flawlessly on mobile devices, like smartphones and tablets, for a seamless user experience.

Yield management is a dynamic pricing strategy that adjusts prices based on demand to maximize revenue from a fixed, perishable inventory.

Inbound sales attracts interested prospects who've engaged with your brand, letting sales reps connect with warm leads instead of cold outreach.

Sales funnel metrics are key data points that track how effectively you're moving potential customers from awareness to a final purchase.

A Representational State Transfer (REST) API is a web service that uses a simple, stateless architecture for systems to communicate online.

Kanban is a visual project management method that uses a board to visualize workflow, limit work-in-progress, and maximize team efficiency.

DevOps is a culture and set of practices that merges software development (Dev) and IT operations (Ops) to shorten development cycles.

A Sales Manager leads a sales team, setting goals, analyzing performance, and developing strategies to drive revenue and meet targets.

Demand is the economic principle describing a consumer's desire and willingness to purchase a specific good or service at a particular price.

Stress testing is a type of software testing that determines a system's robustness by pushing it beyond its normal operational capacity.

Account-Based Everything (ABE) is a strategy aligning sales, marketing, and success teams to focus on a specific set of high-value accounts.

SFDC stands for Salesforce Dot Com, a popular cloud-based CRM platform that helps companies manage their customer interactions and data.

Guided selling simplifies complex sales by giving reps step-by-step instructions and data-driven recommendations to close deals faster.

Compounded Annual Growth Rate (CAGR) measures the mean annual growth of an investment over a specified period of time longer than one year.

Lead scraping is the process of automatically extracting contact information and other relevant data about potential customers from online sources.

The buyer's journey maps the path a potential customer takes, from first becoming aware of a problem to making a final purchase decision.

A sales enablement platform centralizes content, training, and analytics to help sales teams engage buyers and effectively close deals.

A sales territory is a specific group of customers or a geographic area that a salesperson or sales team is responsible for managing.

Customer churn rate is the percentage of subscribers or customers who cancel their service with a company during a given time frame.

Retargeting marketing is a digital advertising strategy that targets users who have previously interacted with your website or brand online.

A Service Level Agreement (SLA) is a contract defining the level of service between a provider and a client, including metrics and penalties.

A data pipeline is a set of automated processes that move raw data from various sources to a destination for storage and analysis.

Average Revenue per User (ARPU) is a key performance indicator that calculates the average revenue generated from each user or subscriber.

Opportunity management is the process of tracking potential sales from first contact to a closed deal, helping teams prioritize and win more.

Consultative selling is an approach where salespeople act as expert advisors, diagnosing customer needs to provide the most suitable solutions.

Webhooks are automated messages sent by an app when a specific event occurs. They push real-time data to another app's unique URL.

Video prospecting is the sales technique of sending personalized videos to potential customers to grab their attention and secure more meetings.

Account View-Through Rate (AVTR) is the percentage of target accounts that see an ad and later visit your website without clicking on it.

Closed Won is a CRM status for a sales deal that has been successfully concluded, resulting in a signed contract and a new customer.

Account-based advertising is a hyper-focused B2B strategy that targets key accounts with personalized ads across multiple channels.

A freemium model offers a product's basic features for free, enticing users to upgrade to a paid version for more advanced capabilities.

Demographic segmentation divides a market into groups based on traits like age, gender, and income, allowing for more targeted marketing efforts.

CCPA compliance is adhering to the California Consumer Privacy Act, a law that grants consumers more control over their personal data.

Sales territory planning is the process of dividing customers into geographic areas to be assigned to specific sales reps or teams.

A cold email is an initial outreach sent to a potential customer with whom you've had no prior contact, aiming to introduce your business.

Persona-based marketing uses fictional customer profiles, or personas, to create targeted messaging for specific audience segments.

Net Promoter Score (NPS) is a metric measuring customer loyalty by asking how likely they are to recommend your company or product to others.

A pain point is a specific, recurring problem your target customers face, causing them frustration, inefficiency, or added costs.

A Proof of Concept (PoC) is a small exercise to test whether a business idea or project is technically feasible and has real-world potential.